Account Manager

BT Group; Kitchener; On-site; CAD 90,000 - 120,000; Full time

Job summary

A leading company in the telecommunications sector is looking for a seasoned sales professional to drive substantial growth in client accounts. The role involves managing senior relationships, ensuring customer satisfaction, and achieving sales targets through strategic planning and execution. Ideal candidates will have extensive experience in direct sales and account management, particularly within the Mining sector, and possess strong commercial acumen.

Qualifications

• 10+ years of experience in relationship management and direct sales.
• Proven success in building relationships at C-level.

Responsibilities

• Plan and deliver strong sales growth across the organization.
• Manage senior client relationships to ensure long-term profitable business.
• Generate revenue and achieve ICGM targets.

Skills

Customer relationship management

Commercial skills

Network Architecture

Project Management

Creative problem-solving

Job description

The role holder is responsible for planning and delivering substantial sales growth. They will engage with clients regarding existing and new business, ensuring client satisfaction. The role focuses on achieving growth with new sales, covering existing accounts, and targeting incremental sales margin (ICGM) and revenue, while driving value activities and pipeline growth.

What I’ll be doing – your accountabilities

• Plan and deliver strong sales growth across the organization, including the full range of GS portfolio and industry propositions.
• Maintain accurate sales records in Salesforce.
• Manage senior client relationships to ensure long-term profitable and growing business, along with high customer satisfaction.
• Collaborate with the organization to achieve profitable sales.
• Plan and deliver new and substantial sales growth in assigned accounts.
• Lead interface with clients for sales opportunities, focusing on but not limited to the OT space.
• Define account plans, identify whitespace opportunities, and sell profitable GS solutions.
• Manage customer relationships end-to-end, ensuring satisfaction.
• Generate revenue and achieve ICGM targets.
• Pursue profitable account opportunities and manage customer relationships and profitability.
• Serve as an escalation point for customers.
• Manage commercial and ethical risks.
• Coordinate with Business Management and Commercial teams to align resources to accounts and bids.

Connected leaders behaviors

• Customer champion: Understand customer needs and challenges, creating excellent experiences.
• Solution-focused achiever: Overcome obstacles to deliver ethical solutions and meet goals and timelines.
• Commercial thinker: Generate insights and propositions benefiting the business, understanding market and drivers.

Skills required for the job

• Mandatory industry vertical experience and knowledge, especially in Mining, including Health and Safety and Contractors pack understanding.
• Proficiency in Network Architecture & Project Management.
• Experience in strategy, account planning, and managing complex, long sales cycle opportunities.
• Understanding of regulatory requirements for compliance of Private LTE / 5G solutions.
• Customer relationship management up to C-level.
• Global business experience with strong commercial and financial acumen.
• Ability to articulate technical and complex issues to senior clients and BT executives.
• Relevant sales experience including client engagement, pipeline development, opportunity qualification, deal management, business case creation, and deal closure.
• Excellent influencing and commercial skills.
• Manage the end-to-end customer journey, interfacing with Delivery & Service teams.
• Experience working in a matrixed environment managing virtual global teams.

Experience you would be expected to have

• 10+ years of experience in relationship management and direct sales (mandatory).
• Proven success in building relationships at C-level and senior management (mandatory).
• Track record of exceeding sales targets in major enterprise accounts (mandatory).
• Experience in developing and executing account plans to meet sales targets (mandatory).
• Creative problem-solving skills across geographies and cultures (preferred).
• Strong understanding of OT infrastructure, networking, telecommunications, service delivery, tracking, connected worker, vehicle health, sensor technology, project management, and global account management.